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17 Annexture PDF
17 Annexture PDF
17 Annexture PDF
Personal Particulars
Name :
Age : Sex:
Income : Low/Medium/High
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(b) Often
(c) Sometime
(d) Rarely
(e) Never
6. Do your shoppers provide you sales promotions benefits of scheme whenever you
buy a branded product?
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
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10. What is the objective of the company to launch sales promotion scheme?
(a) To increase sales
(b) To neutralize completion effect
(c) To push sales in off season
(d) To increase sales of product out of demand
11. Does the benefit of sales promotion scheme reach to you properly?
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
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Part2; For Salesmen
Personal Particulars :
Name :
Department :
Designation :
Experience : years
12. How does management consider the role of sales force in promotion of sales?
(a) Most Important
(b) Very Important
(c) Important
(e) Less Important
13. Does management take steps to motivate the salesman for better performance in
your company?
(a) Always
(b ) Often
(c) Sometimes
(d) Rarely
(e) Never
14. Which methods of motivation are being used for salesmen in your company?
(a) Traveling allowances
(b) Incentives
(c) Commission on Sales
(d) Recognition and awards
(e) All the above
16. Did you find any unfair practices adopted by managers in implementation?
(a) Yes
(b) No
(c) Cannot Say
(d) Sometime
(e) Rarely
17. Since how long you are working at the present position?
(a) Less than one year
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(b) 1-2 year
(c) 2-3 year
(d) 3 or more years
19. Are you satisfied with the present motivational methods used by the company?
(a) Most Satisfied
(b) Highly Satisfied
(c) Satisfied
(d) Dissatisfied
(e) Highly dissatisfied
20. Which method is more effective for motivation of salesman from your point of
view in your company? Rank them (1 to 5)
21. Which company in FMCG sector is leader in motivation of salesman as per your
knowledge and experience of the market? Rank them
(a)
(b)
(c)
(d)
22. What would you suggest to management to motivate sales force to push the sales
further?
(a) Present methods must continue
(b) More human touch in implementation
(c) Financial incentives must be increased
(d) Total review of motivational methods
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Part 3: For Dealers
Personal Particulars:
Name :
Type of Business : Retailer / Wholesaler
Location :
------------------------------------------------------------------------------------------------------------
23. Do the companies supplying FMCG products to you give sales promotion benefits
to you?
(a) Yes
(b) No
(c) Cannot say
24. If yes in Q. No. 23, then which sales promotions methods do they use?
Rank them on the basis of effectiveness.(I to 6).
(c) Discount
25. Do the companies supplying FMCG products to you give POP display items as
sales promotion benefits to you?
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
26. Did you get opportunity in the past to participate in dealers sales contest or had
knowledge of it conducted by the FNCG supplying company?
(a) Yes
(b) No
(c) Cannot say
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27. Do you get sufficient dealers discount form the company on sales of the product
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
28. Do you get different types of trade allowances from the company
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
29. Does your supplier company give dealer gift on occasions to improve dealer
relationship?
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
30. Does your supplier company support dealers in joint or cooperative advertisement
for improvement of sales?
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
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Part4: For Managers
Personal Particulars:
Name :
Designation :
Experience : Department:
31. Do you feel the need for sales promotion scheme to increase the sales of your
company?
(a) Yes
(b) No
(c) Cannot say
32. What is the reason for using more sales promotion in your company?
(a) Increasing Competition
(b) Easy to measure effects
(c) Standardizes products need non-price factor support
(d) Customers number increase marginally only
(e) All the above
33. What is the objective for using sales promotion method when advertising as a
very effective promotional method is available?
(a) To increase sales of slow moving products.
(b) To identity and attract new customers
(c) To neutralize competition effect
(d) To increase sales in off-season
(e) To develop better relationship with salesman and dealers
(f) All the above
35. What is the impact of sales promotion methods on sales of the company?
(a) Immediate
(b) Delayed
(c) Both (a) and (b)
(d) No impact
36. Who is responsible for planning and implementation of sales promotion schemes
in your company?
(a) Top management
(b) Head of sales department
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(c) Territory managers
(d) All the above
37. Which party is most important under sales promotion schemes in increasing
sales?
(a) Customer
(b) Dealer
(c) Salesmen
(d) All the above
38. Are the sales promotion schemes implemented properly in your company?
(a) Always
(b) Often
(c) Sometimes
(d) Rarely
(e) Never
39. What reason did you find when sales promotion scheme misfire?
(a) Faulty administration
(b) Lack of proper planning
(c) Poor dealer relationship
(d) Lack of interest
(e) All the above
40. On the basis of your knowledge and experience in the market which company is
leader in implementation of the schemes? Rank them (1 to 5).
(a)
(b)
(c)
(d)
(e)
41. Would you like to suggest out of given options for effective working of sales
promotion schemes for your company?
(a) Proper timing of launching scheme
(b) Involvement of middle and lower level of sales manager in planning an
implementation
(c) Proper and timely communication to all concerned parties
(d) Transparency in dealings
(e) All the above
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